A lot of us get into sales because people think we should be in sales.

Maybe we have a people personality or an extrovert or just like talking maybe.

Or are curious and get along well with strangers and new people.

This is what our guest is today, but she didn't stop there.

She developed the skills, studied selling, and now helps other med device companies learn how to do it.

I think it's a great story.

It has little to nothing to do with med device,

so don't get put off by that in case you think this is a med device interview.

It's not.

We get into how she came to these conclusions.

What mistakes did she make through that process,

and what happens if you don't do it.

I think that's what we don't talk about enough when we talk about sales advice.

We don't talk about what happens if we don't do it. What happens if we don't get the next

meeting calendared? Guess what? They ghost us. What happens if we give the proposal

without really understanding the full situation? It usually fails. Goes to no decision. Why? Because they don't know what they're doing.

We don't want to believe that. I get it. Does that serves us? See, sales is hard to learn because

it's so counterintuitive.

We think it's about logic and ROI and the product and competitiveness and price and budget.

Those are all ingredients, but you've got to know which and how much of those ingredients are going to make up your deal.

Now, how would you become good at that?

You could spend your 10,000 hours, you know, which is probably 10 to 15 years of sales experience, but it's deliberate practice. It's not

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